Service-based businesses face a variety of unique challenges when trying to attract clients. Businesses that provide a service, instead of a product, are organizations that sell knowledge, skills and whatever is between their ears. Interviewed by John Golden, the founder of The Unstoppable CEO Steve Gordon discusses the four challenges that service-based businesses face when attracting clients, and how to overcome them.
This expert sales interview explores the four challenges to growing and attracting clients as a service-based business, including:
- Not knowing who the ideal client is
- Having a complicated, or nonexistent, referral process
- Not knowing your offer
- Forgetting to follow up with leads
Be Clear on the Ideal Client:
Many businesses don’t have a real, clear definition of their ideal client. People assume that they know who their ideal client is, but when they are really pinned down for a specific answer, leaders and salespeople alike tend to fall short. Part of this is due to fear.
Simplify Referrals:
It’s common knowledge that referrals are a great way to generate more business, but the majority of organizations don’t have a system in place to influence referrals in any way. When implementing a system for generating referrals, keep it simple.
Know Your Offer:
Knowing what you are offering your clients may seem like something obvious, even simple, but for service-based businesses, in particular, it can be difficult to know your offer, because what you’re offering isn’t tangible.
Fix Your Follow Up:
Sometimes organizations become so focused on generating leads, that they don’t follow up with the leads that don’t do business right away.
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John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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